Sometimes it’s easier to give new birth than drag around the dead”—that’s just one of the many memorable one-liners Dan Railey drops in this episode.

Chris Cook sits down with his longtime mentor to discuss sales discipline, hiring the right people, overcoming objections, and keeping your energy high.

Dan shares his proven “sales matrix,” why athletes make the best salespeople, and how relationships, brand, and community involvement keep the pipeline full.

Packed with humor, stories (including golfing with Michael Jordan), and hard-earned advice, this episode delivers timeless principles any real estate or sales professional can use to build long-term success.

Listen for:

5:16 The 100-Call Matrix: Turning Effort Into Predictable Results

11:30 The Pipeline Compounds: Growth Even Without Getting Better

15:47 Repeat Business is Hidden Gold

23:25 Relocation Opportunities as a Lead Source

37:16 Overcoming Every Objection in Sales

Guest: Dan Railey

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Connect with Chris Cook, Salesperson and Executive Director of The Halyard Group of RE/MAX Hallmark®

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"Want to wow your clients without even trying?"

Chris Cook dives into the secret sauce behind consistent, scalable, and client-pleasing real estate operations: standard operating procedures (SOPs).

From a last-minute scramble caused by not having proper systems in place to a passionate breakdown of how SOPs transform a chaotic business into a flourishing one.

He shares how he segments his business, empowers his team, avoids repeated mistakes, and elevates client experiences — all through clear, intentional documentation.

Listen for:

1:13 Repeat-Proof Your Business

4:35 SOPs by Business Segment

6:15 The Art of Exceeding Expectations with SOPs

8:52 Automate, Delegate, and Scale with Confidence

Connect with Chris Cook, Salesperson and Executive Director of The Halyard Group of RE/MAX Hallmark®

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Is the “old school” real estate grind actually the new competitive edge?

Chris Cook sits down with his business partner David Ferris to unpack the practical, high-converting strategies that helped David build a thriving real estate business—from nearly zero to authority status.

Ditching expensive online leads and embracing traditional, budget-friendly methods like open houses, circle prospecting, and weekly emails, they share how authenticity, smart follow-up, and a deep understanding of buyer psychology are the real keys to long-term success in real estate.

Listen For:

1:43 DJ to REALTOR: David’s unconventional entry into real estate

6:10 70% of Deals from One Source

8:20 Get Them Talking: Psychology at Open Houses

13:51 The Power of Nosy Neighbor Open Houses

18:39 Weekly Emails That Actually Work

27:58 Scripts vs. Strategy

Connect with guest: David Ferris

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Connect with Chris:

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